Learning to negotiate - The Tactical Negotiation Trainer

Publikations-Art

Kongressbeitrag

Autoren

Philipp Melzer, Andreas Reiser, Mareike Schoop

Erscheinungsjahr

2012

Veröffentlicht in

Tagungsband Multikonferenz Wirtschaftsinformatik 2012

Herausgeber

Dirk Christian Mattfeld, Susanne Robra-Bissantz

Verlag

Gito

ISBN / ISSN / eISSN

978-3-942183-63-5

Seite (von - bis)

1847-1858

Tagungsname

Multikonferenz Wirtschaftsinformatik (MKWI)

Tagungsort

Braunschweig

Tagungsdatum

29.2.-2.3.2012

Schlagworte

E-Commerce

Practitioners aim to learn how to negotiate, while researchers want to teach negotiations. In order to service both we analysed common problems occurring in negotiations. Based on research on negotiations training, an explanatory and practical design approach is presented. As a result we developed an automated negotiation partner for the negotiation support system Negoisst called the Tactical Negotiation Trainer. It is able to negotiate autonomously, write text messages and present guidance information to the human negotiator.